Greetings
Inside Sales
Leadership Summit
The first annual Leadership Summit is the only conference dedicated exclusively to
the profession of Inside Sales and its Leadership.
You should attend the AA-ISP Leadership
Summit '09 if you're responsible for building, developing, managing, motivating,
or improving inside sales, or if you're a VP/Director, Sr. Executive leading an organization,
manager, supervisor, or rep in the front lines.
To register click here enter the
discount code AAISP-LS10 and save 10%
SST Readers receive a 10% discount
How do we select products to include in our newsletter?
We conduct our own research and we look to our readers for suggestions.
First and foremost, a product must meet two criterion:
- It must be affordable
- It must be able to impact sales
We specifically look for products that:
- Can be deployed independent of other products
- Are Easy to implement
- Can increase sales efficiency/time-management
- Can eliminate or shorten time needed for non-selling tasks
- Streamline sales processes
- Help identify/prioritize best prospects
To suggest a product for future newsletters, click here.
Nancy Nardin
What if someone asks for a customer reference?
If you're in sales, chances are you've been asked for a reference at least once. This question often causes panic for a number of reasons.
Firstly, sales-reps don't want to bother their clients for a reference.
Furthermore, sales-reps will fiercely protect their time and contacting clients to ask them to be a reference for someone else is, to say the very least, time consuming.
Once you have references, how do you ensure
that you're not over-using them? How do you know whether and how often they've been contacted? These un-answered questions are the reason few companies use references effectively.
References-Online products are like aspirin - they are a fast-acting way to get rid
of the headache of recruiting, using, and tracking references.
References-Online
has developed a number of solutions to address the effective use of customer references. Starting
at $14.95 per month, their Testimonial OnDemand service, creates customizable audio
interviews of satisfied customers.
They also offer more extensive solutions which
include tracking usage, automated invites, CRM integration, and customer reference
nomination.
Their higher-end solutions start at $4,995. Or, you can jump in with Testimonial
OnDemand at $14.95/mo.
To sign up for a free trial of Testimonial OnDemand click here.
There is a “Silver Bullet” in Sales; Its Called Timing
Getting in front of the right buyer at exactly the right time is not impossible.
A Cool Sales Tool You Won’t Want To Do Without!
(and its FREE!)
I hope I do it justice because if I do you'll be downloading Xobni the minute you finish reading our newsletter.
First, picture a utility that pulls together contact profiles from email you've received using Microsoft Outlook.
It then creates a central "Xobni Profile" that’s automatically connected with LinkedIn, Hoovers, and FaceBook.
Instead of the normal, tedious way of searching for an email you click on a name and up pops the contact's employer, job title, photo, emails and email attachments.
You can also; schedule meetings with one click; discover hidden associations within
your contacts; and threaded conversations (easily!).
On any "must-have" list, Xobni should be at the top.
To see a video demo or download the software click here.
Its hard to describe Xobni - which by the way is "inbox" spelled backwards.
Craig Elias, successful author and creator of Trigger Event Selling™ explains the 3 buying modes - only one of which is the ideal time to interact with the buyer.
How do you know which buying mode applies to your prospect? You have to understand trigger events.
When you intercept a prospect at the point of a trigger event you're more likely to make the sale; in a shorter amount of time; and at a higher price.
You can create timing by identifying, finding, and capitalizing on the Trigger Events that shift buyers into the Window of Dissatisfaction and by putting in place ways to repeatedly get to these recently motivated buyers before your competition.
Read the entire article here
Craig Elias is the creator of Trigger Event Selling™, and the Chief Catalyst of SHiFT Selling, Inc.
You can learn more about Mr. Elias and his services at www.shiftselling.com
SalesTool Talk Newsletter: May 20th Issue